tag:blog.alchemistaccelerator.com,2013:/posts Alchemist Accelerator Blog 2018-04-19T16:00:04Z Alchemist Accelerator tag:blog.alchemistaccelerator.com,2013:Post/1274419 2018-04-19T15:24:45Z 2018-04-19T16:00:04Z The Key to More Sales: Focus on Your State

It's not the product. It's not the timing. It's your body language and tonality. Both have more to do with sales success than other factors because at the core, sales is result-driven communication.

I've been leading sales organizations for more than a decade. However, when I speak with entrepreneurs as an Alchemist Accelerator mentor, I’m reminded that although not everyone is employed in sales, at different times, we all sell—to potential investors, co-founders, employees, partners, and perhaps, even family members.

Your State Matters

Take a minute. Consider how you feel right now. You should care about your state of mind because it’s influencing the work that you're doing and the effectiveness of your communication (i.e., your body language and your tonality). You need to ensure your mood is making a positive impact, helping you achieve what technical professionals call flow or being in the zone. This is your peak state, and it affects the results that you want. It heightens your performance. The opposite is also true. If you are in a bad state, your performance dips, you communicate poorly, and you make mistakes.

A few months ago, I went to a demo-day event where a number of founders were pitching their products to a large audience. After noticing a disturbing trend in a few sessions, I did a little experiment. What I observed was this: at the start of every presentation, attendees sat up, ready to listen. But by the two-minute mark, most attendees lost interest and were looking at their laptops or phone screens. The presenters were dull. Some lacked energy, others lacked enthusiasm, as they pitched their products.

One presenter was different. He started with high energy. He sounded passionate and engaging. Attendees looked up from their screens and listened. He asked questions, and they paid attention. Yet within a few minutes, his energy dipped and he lost them. The attendees went back to their devices because he couldn't maintain his state.

I spoke next, determined to engage the audience’s attention through the entire session. My product wasn't any better than the others being presented, so I knew my communication needed to be different. I took a moment to get myself into a peak state. Then I made my pitch with a powerful and palpable energy. I was loud and enthusiastic. I moved around the stage, and asked a ton of questions. Above all, I maintained intensity during my entire talk, and I paid careful attention to the results.

Throughout my session, the vast majority of the audience was attentive and engaged. I had five times the number of questions about my product than any presentation before me, and at the end, a number of attendees came by to meet me in person. My pitch was successful, and it had very little to do with the product I was introducing.

The secret to a successful sales pitch is more than the initial spark—it's sustained energy and enthusiasm. If you can achieve peak state, getting into the zone, you communicate better. Your body language and tonality automatically attracts people and significantly enhances your influence over them. If you can consistently attain this state, you can consistently elevate your performance above the norm.

Two Simple Ways to Master Your State

There are two simple steps you can take to very quickly make a meaningful difference in the result of any communication:

1.     Hack your brain

2.     Hack your body

What is hacking your brain? In effect, it's an exercise to change your state. You hack your brain before a big pitch by taking five minutes and focusing your thoughts on these things: (Hint: It helps to write them down.)

  • Think of one thing you are truly excited about today. If it's a thing, imagine receiving it right now or if it's an event, imagine it taking place right now. Focus on how you feel.

  • Think of one thing you are truly thankful for in your life? Take a moment to appreciate that feeling.

  • Think of one person you are thankful to have in your life? Take a moment to consider why.

When you hack your brain, you put it in a different mood. You replace negative emotions with positive ones—excitement, thankfulness, and appreciation—and those excrete the chemicals that get you closer to your powerful peak state.

Hacking your brain isn’t enough. You need to hack your body in a similar way because emotions and your body are connected in a profound way. If you change the state of your body, you change the state of your mind and vice versa. As Tony Robbins often says, “motion creates emotion!” Doing any form of exercise (e.g., fast-paced walking, running, dancing, or even some jumping jacks) can influence your mental state and put you in the zone. With the right mental state, you'll start to notice that your communication and body language improves. You do better things and you do things better. Sales is one of those things.

After hacking your brain and your body, you feel better. Your body language automatically improves, and your tonality matches your positive, confident, and empowered emotions. At this moment, you have the best chance to influence others through your communication.

Achieve Results

Your body language and tonality are what people use to interpret what you are saying. It’s not what you say, it’s how you say it that matters. Frame of mind and tonality are the reasons two sales people using the exact same script, answering the same questions, can have very different results.

The next time you're ready to make a cold call, close a deal, pitch to investors, or present in front of an audience, pay attention to your state. If you’re not in a peak state, take a minute to hack your brain, then hack your body. You'll be glad you did.

About Kevin Ramani

Kevin is the Head of Sales at Cobalt Robotics, and was one of the founding team members of Close.io, helping to build the company from the ground up. Kevin is also a startup advisor and a mentor to several Silicon Valley startups. Connect with him online.

About the Alchemist Accelerator

Alchemist is a venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. We give companies around $36K, and run them through a structured 6-month program heavily focused on sales, customer development, and fundraising. Our backers include many of the top corporate and VC funds in the Valley—including Khosla Ventures, DFJ, Cisco, and Salesforce, among others. CB Insights has rated Alchemist the top program based on median funding rates of its grads (YC was #2), and Alchemist is perennially in the top of various Accelerator rankings. The accelerator seeds around 75 enterprise-monetizing ventures / year. Learn more about applying today.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1269490 2018-04-12T16:00:00Z 2018-04-13T05:50:38Z Funding Basics: Fundraising 101

If you’re unfamiliar with how venture capital funding works, it can seem akin to playing the lottery. Anyone can try, but only a few lucky entrepreneurs actually win. Fortunately, fundraising isn’t as random as a Powerball drawing and founders can improve their odds of success by engaging with right-size partners, recognizing what investors find intriguing, and understanding the technical aspects of term sheets.

How do I know?

I was a VC.

Establish a Strategy

As an Associate at Draper Fisher Jurvetson and now as Founder of the Alchemist Accelerator, I’ve met hundreds of people with good ideas and great demos, but far fewer with a strategic plan for fundraising. Founding teams can save time (and alleviate stress) by researching fund sizes and prioritizing meetings based on the outcome they expect. Founders and the venture capitalists they choose will need to make the economics work. Investors will need to pay back their funds. A rule of thumb is that one out of every 10 investments in a VC portfolio will drive outsized returns. And a typical fund has 30 investments. So 3 companies in a given VC fund portfolio will likely be responsible for the fund’s performance. Given this, most investors want to see a path to paying back at least ⅓ of their fund size with an individual investment.

Investors are also constrained by the number of investments they can make. Because they have to limit the number of board seats they take on, they often can only make 2 or 3 new investments per year. And each investment has to deploy enough capital for them to deploy the cash in the fund. For these reasons, investors at large funds (e.g. funds that are $300m or larger in size) will care much more about whether they have enough ownership in your company to create an exit to pay back their fund than the check size of your investment. In fact, if you are asking for too little money (e.g. less than $3m) it can be more difficult for that investor to justify the investment given the size of their fund and the limited number of new investments they can make each year.

Ideally, founders approach a mix of VCs during the fundraising process, recognizing that there will be more traction with those that are a good fit. Don’t get too excited about meetings because every firm will want to meet for fear of missing the next big thing—think Google! That’s why it’s important for startup teams to have a plan.

Choose to make scarcity of supply an asset. Optimize for a short, yet intense fundraising process. Establish a list of three dozen firms, then agree to pursue 12 active discussions at a time—segmenting top-tier / second-tier VC firms, angels / high-value investors, and corporates / strategic investors into separate thirds. This will enable the rapid replacement of non-responsive firms, and help ensure the arrival of term sheets at the same time.  

Share Your Story

VCs meet (and subsequently) invest in startups for a variety of reasons. The startup meets all of the criteria of previously proven successful companies in their portfolio; the startup is somehow connected to the VCs personal network that she trusts; or the firm likes to make contrarian bets. Whatever the reason, the dance between startup and VC always begins with a presentation.

During a seed or series A round, fundraising meetings focus on the idea and its potential. In series C and later rounds, VCs spend time evaluating the idea, the market, and results. How has the company executed to date?

Early round fundraising presentations are expected to be lean, including a brief overview of the team and the market potential. A dozen or fewer core slides is ideal, coupled with a large appendix of slides that goes deeper into specifics. An overview of capabilities and a product demo will also be expected. Sequoia Capital has a good template for creating solid fundraising presentations.

But wait... Before presenting, stop, summarize how and why you are there (don’t forget to mention explicit connections). The goal of this is to try to address from the top the two fundamental questions wrestles with: “Are you any good?” and “If you are so good, why are you talking to me?”. At the beginning -- from the top -- you want to signal strength (that you are in fact a company the investor should want to chase), and that you are talking to them because of some privileged access that investor has. For example, “Before I begin, let me just set some context. As you may know, we have been heads down with customers and will be beginning our official raise next quarter. Our attorney XXX spoke very highly of you and recommended we get your guidance in advance of that”.

You then want to unearth any biases upfront the investor may have before you go into your pitch. VCs often provide the best feedback before you speak. This time is also the best chance you have of understanding any bias or concerns VCs may have about differentiation, distribution, market factors, or some other issue you’re going to cover.

You can simply ask “Did you have a chance to review the information I sent over?” They may not have, but if they have, you can invite them to share what’s important to them upfront so you can cater your talk better to them.

At the end of the day, VCs want founders to like them and VCs want to like the founding team’s energy and passion. After all, funding is a long-term commitment (typically 3—7 years). Additionally, potential investors want to be sure the market opportunity is large enough and that a startup’s entry point is specific enough to ensure a big return.

About Ravi Belani

Ravi Belani is Fenwick & West Lecturer of Entrepreneurship at Stanford University, and Managing Director of the Alchemist Accelerator. Ravi formerly spent six years as part of the investment team at Draper Fisher Jurvetson's Menlo Park global headquarters, where he led investments and served on the boards as the first institutional investor in companies such as Justin.TV & Twitch (acquired by Amazon for $970m), Pubmatic, Vizu (acq’d by Nielsen), and Yield Software (acq'd by Autonomy). Ravi formerly worked in product management at two Kleiner Perkins enterprise startups, and as a consultant in McKinsey and Company's San Francisco office. Ravi is a Phi Beta Kappa and Tau Beta Pi graduate of Stanford University, holding a BS with Distinction and MS in Industrial Engineering. Ravi also holds an MBA from Harvard Business School.

About the Alchemist Accelerator

Alchemist is a venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. We give companies around $36K, and run them through a structured 6-month program heavily focused on sales, customer development, and fundraising. Our backers include many of the top corporate and VC funds in the Valley -- including Khosla Ventures, DFJ, Cisco, and Salesforce, among others. CB Insights has rated Alchemist the top program based on median funding rates of its grads (YC was #2), and Alchemist is perennially in the top of various Accelerator rankings. The accelerator seeds around 75 enterprise-monetizing ventures / year. Learn more about applying today.

This blog is the third in a financing series with topics designed to help entrepreneurs be better prepared for venture capital conversations.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1266000 2018-04-05T14:20:25Z 2018-04-05T16:00:07Z How One Hour of Customer Development Saves Five Hours of Coding

The greatest expert on your customer is: your customer.  I consider that rule number one on any customer development journey.

Over the years, I’ve discovered one of the biggest mistakes tech entrepreneurs make is overbuilding. Teams get so excited about an idea that they create feature after feature, hoping one of them will help someone, somewhere, soon save time, spend less, or be entertained.  


Getting to Data-Driven

The reason I wrote Lean Customer Development to stop teams from building things that people don’t want. That’s what successful customer development does for you - allows you to avoid (some) mistakes and focus on building what your customers will use, love, and buy.  You see, no matter how smart people are, no matter how well they know their industry, they’re wrong at least half of the time. That means about 50 percent of what is built is wasted effort!

In my experience, every hour spent on customer development saves an organization five hours of design and coding time. That’s my conservative estimate. It’s probably closer to 20 hours.

One of the reasons teams overbuild is because humans like to do what comes naturally. We like to build! We love coming up with solutions (that’s why we join product teams and start companies). But if you’re just starting out, you have to embrace what comes a little less naturally—and that’s listening.

Following a Proven Process

Start with a hypothesis. Ask the right questions. Make sense of the answers. Then figure out what to build based on the input. Those are steps to successful customer development, yet not everyone follows them.

Teams often lead with their own product - a solution created based on assumptions of who’ll need it and why. We don’t create a narrow, unbiased hypothesis that focuses on the person, the problem, and how we can make their life better. This is ineffective for a couple of reasons.

First, it puts you in the role of the expert when you really need to be learning from your prospective customer. Second, once you show someone a solution, that’s what they’ll talk about. Rarely does the person you’re talking with stop and say, “wait, I don’t really have that problem” or “hold on, I’m not motivated to change my behavior over this”.  When you start with a solution, you risk hearing a lot of “polite maybes” instead of uncovering the “here’s what I really need” answers that lead you to a successful business.

Getting Input

As an Alchemist Mentor, I encourage founders to start with one testable hypothesis.  For example, “I believe [type of person] has [problem they need to solve] in order to [experience this benefit]”. There are three segments to that hypothesis, and each of them can be invalidated - you might be talking to the wrong type of person; they may not have the problem you expect; they may not see that a solution will make their life better.

There may be multiple stakeholders - for example, if you are trying to develop a solution to improve patient compliance in taking their medicine, you’ll likely need to talk to the doctors who prescribe medication as well as the people swallowing the pills. By understanding the behaviors, motivations, and constraints of all your stakeholders, you’ll be better able to design a solution that they’ll actually use and benefit from.

Abstract up a level: more general, “storytelling” questions about the ways people do their jobs, what they buy, and how they use products give you more informative answers than yes/no questions. For example: What frustrates you about your job? How is work done in your organization? How do you evaluate solutions? Open-ended questions like these give customers the power to talk about what matters most to them. At the end of the discussion, don’t forget to inquire about what else you should have asked.

I prefer one-on-one conversations: in-person is great, because you can see the customer’s environment - but phone conversations are often far easier to schedule and conduct. The best customer development method is the only you’ll actually do!

I’m not a fan of focus groups. It seems far more efficient to talk to multiple people at once, but participants may not openly share in a group for fear of sounding dumb or having an idea dismissed.

Depending on your hypothesis, you may easily find people in your extended network or a community online. (When people ask, ‘but how will I find people before I have a product to show them?’, I ask ‘but how were you planning on finding people after you have a product?’)  Sometimes you’ll need to pay for access to the right people through services such as LinkedIn InMail or user research firms, but generally you’re better off investing the time to figure out where your prospective customers ‘live’, online or offline, and making yourself part of those spaces.  You’ll need to build that trust eventually, so you may as well start in the early phases of your company!

Making Decisions

No matter how you discover customers, approach each conversation as a listener, not an expert.  I often recommend telling people explicitly, “I want to hear from you - I’m going to try and talk as little as possible.”  That’s the valuable data you need to inform your decisions. Whether you’re building your first product or rolling out a new feature, test everything. Customer discovery that’s about them, not you, is how to ensure your startup builds something people actually want to use and will pay money to buy.

About Cindy Alvarez

Cindy Alvarez is the author of Lean Customer Development: Building Products Your Customers Will Buy and Director of User Experience for Yammer (a Microsoft company). She has over a dozen years’ experience leading design, product management, user research, and customer development for startups, and is currently using that background to drive intrapreneurial change within Microsoft. She tweets as @cindyalvarez.

About the Alchemist Accelerator

Alchemist is a venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. We give companies around $36K, and run them through a structured 6-month program heavily focused on sales, customer development, and fundraising. Our backers include many of the top corporate and VC funds in the Valley -- including Khosla Ventures, DFJ, Cisco, and Salesforce, among others. CB Insights has rated Alchemist the top program based on median funding rates of its grads (YC was #2), and Alchemist is perennially in the top of various Accelerator rankings. The accelerator seeds around 75 enterprise-monetizing ventures / year. Learn more about applying today.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1265986 2018-03-29T14:54:34Z 2018-03-29T16:00:04Z Do Pivots Matter?                                                               There’s a sign on the wall but she wants to be sure
                                                           Cause you know sometimes words have two meanings
                                                                           Led Zeppelin – Stairway to Heaven

In late 2013 Cowboy Ventures did an analysis of U.S.-based tech companies started in the last 10 years, now valued at $1 billion. They found 39 of these companies.  They called them the “Unicorn Club.”

The article summarized 10 key learnings from the Unicorn club. Surprisingly one of the “learnings” said that, “…the “big pivot” after starting with a different initial product is an outlier. Nearly 90 percent of companies are working on their original product vision. The four “pivots” after a different initial product were all in consumer companies (Groupon, Instagram, Pinterest and Fab).”

One of my students sent me the article and asked, “What does this mean?”  Good question.

Since the Pivot is one of the core concepts of the Lean Startup I was puzzled. Could I be wrong? Is it possible Pivots really don’t matter if you want to be a Unicorn?

Short answer – almost all the Unicorns pivoted. The authors of the article didn’t understand what a Pivot was.

What’s a pivot?
A pivot is a fundamental insight of the Lean Startup. It says on day one, all you have in your new venture is a series of untested hypothesis. Therefore you need to get outside of your building and rapidly test all your assumptions. The odds are that one or more of your hypotheses will be wrong. When you discover your error, rather than firing executives and/or creating a crisis, you simply change the hypotheses.

What was lacking in the article was a clear definition of a Pivot.  A Pivot is not just changing the product. A pivot can change any of nine different things in your business model. A pivot may mean you changed your customer segment, your channel, revenue model/pricing, resources, activities, costs, partners, customer acquisition – lots of other things than just the product.

Definition: “A pivot is a substantive change to one or more of the 9 business model canvas components.”

Business Model
Ok, but what is a business model?

Think of a business model as a drawing that shows all the flows between the different parts of your company’s strategy. Unlike an organization chart, which is a diagram of how  job positions and  functions of a company are related, a business model diagrams how a company makes money – without having to go into the complex details of all its strategy, processes, units, rules, hierarchies, workflows, and systems.

Alexander Osterwalder’s  Business Model canvas puts all the complicated strategies of your business in one simple diagram. Each of the 9 boxes in the canvas specifies details of your company’s strategy.  (The Business Model Canvas is one of the three components of the Lean Startup. See the HBR article here.)

So to answer my students question, I pointed out that the author of the article had too narrow a definition of what a pivot meant. If you went back and analyzed how many Unicorns pivoted on any of the 9 business model components you’d likely find that the majority did so.

Take a look at the Unicorn club and think about the changes in customer segments, revenue, pricing, channels, all those companies have made since they began: Facebook, LinkedIn – new customer segments, Meraki – new revenue models, new customer segments, Yelp – product pivot, etc. – then you’ll understand the power of the Pivot.

Lessons Learned

  • A Pivot is not just when you change the product
  • A pivot is a substantive change to one or more of the 9 business model canvascomponents
  • Almost all startups pivot on some part of their business model after founding
  • Startups focused on just product Pivots will limited their strategic choices – it’s like bringing a knife to a gunfight

About Steve Blank

Entrepreneur-turned-educator Steve Blank is credited with launching the Lean Startup movement. He’s changed how startups are built; how entrepreneurship is taught; how science is commercialized, and how companies and the government innovate. Steve is the author of The Four Steps to the Epiphany, The Startup Owner’s Manual -- and his May 2013 Harvard Business Review cover story defined the Lean Startup movement.  He teaches at Stanford, Columbia, Berkeley and NYU; and created the National Science Foundation Innovation Corps -- now the standard for science commercialization in the U.S. His Hacking for Defense class at Stanford is revolutionizing how the U.S. defense and intelligence community can deploy innovation with speed and urgency, and its sister class, Hacking for Diplomacy, is doing the same for foreign affairs challenges managed by the U.S. State Department. Steve blogs at www.steveblank.com.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1258354 2018-03-08T17:00:00Z 2018-03-24T01:23:14Z Strategy is Not a To Do List

I had breakfast with two of my ex-students from Singapore who were building a really interesting startup. They were deep into Customer Discovery and presented a ton of customer data on the validity of their initial hypothesis – target customers, pricing, stickiness, etc. I was unprepared for what they said next. “We’re going to do a big launch of our product in three weeks.” I almost dropped my coffee. “Wait a minute, what about the rest of Customer Development? Aren’t you going to validate your hypotheses by first getting some customers?”

Without any sense of irony they said, “Oh, our investors convinced us to skip that part, because our customer feedback was all over the map and our schedule showed us launching in three weeks and they were worried that we’d run out of cash. They told us to stay on schedule.” Now I was confused, and I asked, “Well what do you guys believe – Customer Development or launch on a schedule?” Without missing a beat they said, “Oh, we believe both are right.”

I realized I was listening to them treat Customer Development as an item on their To Do list.

Suddenly, I had a massive case of déjà vu.

Can You Pull This Off
I was VP of marketing at Ardent, a supercomputer company where a year earlier I had a painful and permanent lesson about Customer Discovery. I was smart, aggressive, young and a very tactical marketer who really hadn’t a clue about what strategy actually meant.

One day the CEO called me into his office and asked, “Steve I’ve been thinking about this as our strategy going forward. What do you think?” And he proceeded to lay out a fairly complex and innovative sales and marketing strategy for our next 18 months. “Yeah, that sounds great,” I said. He nodded and then offered up, “Well what do you think of this other strategy?” I listened intently as he spun an equally complex alternative strategy. “Can you pull both of these off?” he asked looking right at me. By the angelic look on his face I should have known that I was being set up. I replied naively, “Sure, I’ll get right on it.”

25 years later I still remember what happened next. All of sudden the air temperature in the room dropped by about 40 degrees. Out of nowhere the CEO started screaming at me, “You stupid x?!x. These strategies are mutually exclusive. Executing both of them would put us out of business. You don’t have a clue about what the purpose of marketing is because all you are doing is executing a series of tasks like they’re like a big To Do list. Without understanding why you’re doing them, you’re dangerous as the VP of Marketing, in fact you’re just a glorified head of marketing communications.”

I left in daze angry and confused. There was no doubt my boss was a jerk, but unlike the other time I got my butt kicked, I didn’t immediately understand the point. I was a great marketer. I was getting feedback from customers, and I’d pass on every list of what customers wanted to engineering and tell them that’s the features our customers needed. I could implement any marketing plan sales handed to me regardless of how complex. In fact I was implementing three different ones. Oh…hmm… perhaps I was missing something.

I was doing a lot of marketing “things” but why was I doing them? I had approached my activities as simply as a task-list to get through. With my tail between my legs I was left to ponder; what was the function of marketing in a startup?

Strategy is Not a To Do List, It Drives a To Do List
It took me awhile, but I began to realize that the strategic part of my job was two-fold. First, (in today’s jargon) we were still searching for a scalable and repeatable business model. My job was to test our hypotheses about who were potential customers, what problems they had and what their needs were. Second, when we found these customers, marketing’s job was to put together the tactical marketing programs (ads, pr, tradeshows, white papers, data sheets) to drive end user demand into our direct sales channel and to educate our channel about how to sell our product.

Once I understood the strategy, the To Do list became clear. It allowed me to prioritize what I did, when I did it and instantly understand what would be mutually exclusive.

Good Luck and Thanks For the Fish
My students were going through the motions of Customer Development rather than understanding the purpose behind it. It was trendy, they had read my book and to them it was just another step on the list of things they had to do. They had no deep understanding of why they were doing it. So they were at a crossroads. Since their investors had asked them to launch now, what happened if their initial assumptions were wrong?

As they left I hoped they would be really lucky.

Lessons Learned

  • Entrepreneurs get lots of great advice.
  • Most of it is mutually exclusive.
  • Don’t do it if you can’t explain why you’re doing it.
  • Or else it all becomes a To Do list.

About Steve Blank

Entrepreneur-turned-educator Steve Blank is credited with launching the Lean Startup movement. He’s changed how startups are built; how entrepreneurship is taught; how science is commercialized, and how companies and the government innovate. Steve is the author of The Four Steps to the Epiphany, The Startup Owner’s Manual -- and his May 2013 Harvard Business Review cover story defined the Lean Startup movement.  He teaches at Stanford, Columbia, Berkeley and NYU; and created the National Science Foundation Innovation Corps -- now the standard for science commercialization in the U.S. His Hacking for Defense class at Stanford is revolutionizing how the U.S. defense and intelligence community can deploy innovation with speed and urgency, and its sister class, Hacking for Diplomacy, is doing the same for foreign affairs challenges managed by the U.S. State Department. Steve blogs at www.steveblank.com.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1254535 2018-03-01T15:00:02Z 2018-03-01T17:00:04Z Funding Basics: Customer Development

Entrepreneurs take note. More startups fail from a lack of customers than from a failure of product development. That’s why I believe strongly that every new product company should have a methodology for developing customers.

I’m a proponent of Steve Blank’s startup stack methodology for customer development, which features the following steps:

  • Customer Discovery – Begin with a business model canvas, a summary of how you’re going to serve customers and earn money

  • Customer Validation – Make assumptions, then test them to develop a repeatable and scalable sales process

  • Execution –  Fine tune your model to get to a market fit that is tight and profitable; pivot, as needed

As an Alchemist Accelerator mentor, I recently had an opportunity to share some perspective about the customer development process and how to maximize success. The first thing I told the group in front of me—a large percentage of whom were engineers—was that they should focus everything on finding the right customer segment, rather than building or modifying a new product concept to fit initial discussions. I think I heard a collective sigh of relief before I began my presentation.

Completing Your Canvas

Research has proven effective customer discovery begins with a business model canvas, so the first part of our discussion, framed in that context was designed for them to hear one thing: You are making a best-guess at first. There will be plenty of time for refinement, when you know more.

A strategic management and lean startup template, your canvas should reflect initial assumptions. To begin, you must understand the market you’re targeting—total addressable, served available, and/or target market. You’ll also need to define the type of market you’re hoping to penetrate. Is it existing with incumbents, but a known problem; new with no competition, but steep education requirements; re-segmented where you’re offering a lower cost or niche alternative; or are you cloning a concept from somewhere else?

Your canvas should also identify key value propositions. What is the job your customers are hiring you to do? How will you do it, and most important, what one-to-three benefits will customers get from using your product or service?

In the customer relationships section of your canvas, you’ll need to outline how you plan to

  • Get customers

  • Keep customers

  • Grow customers

In addition, your canvas should highlight any other key activities, resources (e.g. required equipment), partners and costs (fixed and variable), as well as your anticipated revenue model (e.g., one-time scale, subscription, etc.).

Finding Your Fit

A completed business model canvas ensures your team has fully immersed itself in the customer problem. As such, it can serve as a foundation as you define tests for customer validation.

Testing can begin once you’ve identified subjects. Who are they—end users, influencers, recommenders, decision makers, or others? What do they do all day, and can you create an organizational or influencer map around them? Plus, don’t forget to acknowledge any saboteurs because they have no interest in your success.   

Next, only founders should conduct customer validation meetings, and they should be face-to-face for added visual cues. Don’t outsource the job. Ask open-ended questions and avoid trying to convince someone he or she needs your solution. Test your theories to determine if you’re on the right track. If you don’t get a good signal, reframe the problem. Test again.

In general, ask questions that help you learn more. Lead with

  • Tell me more about…

  • What do you mean by…

  • How so…

  • Why is that…

  • What are your thoughts on…

  • How would you quantify…

  • How did you measure…

  • How did you come up with that…

  • What was your thinking behind…

The goal of every customer validation meeting should be the same: To understand the problem space and the current solutions available.

Pivoting and Execution

During customer validation, your team may uncover some startling truths. Your product doesn’t fit the market it was intended to serve. Prospects already have a solution for x, but have you considered this other opportunity, y? Do not panic.

Instead, apply your development methodology to your customer discovery process. Be agile. Don’t build a new product. Find a new set of customers. Pivot into a new space and test again.

By following a customer development process, you have a tremendous opportunity to deliver what people will pay for, improving your product along the way. Moreover, you’ll have high-quality data to answer the question “who is your customer?” when potential investors ask.

About Alan Chiu

Alan Chiu is a Partner at XSeed Capital, with a strong background in enterprise software startups. His investment areas include mobile enterprise applications, data analytics platforms, enterprise infrastructure, and fintech startups. He serves on the Board of Directors of Breakaway and previously served on the board of StackStorm (acquired by Brocade – NASDAQ:BRCD). He has provided support to other portfolio companies including Lex Machina (acquired by LexisNexis of the RELX Group – NYSE:RELX), AtScale, Dispatcher, Teapot (acquired by Stripe), Pixlee, SIPX (acquired by ProQuest), Zooz, BrainofT, Mines.io, Inklo, and My90. Alan is currently Co-President for Stanford Angels & Entrepreneurs, an alumni association that seeks to strengthen Stanford’s startup community by fostering relationships among entrepreneurs and alumni investors.

About the Alchemist Accelerator

Alchemist is a venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. We give companies around $36K, and run them through a structured 6-month program heavily focused on sales, customer development, and fundraising. Our backers include many of the top corporate and VC funds in the Valley -- including Khosla Ventures, DFJ, Cisco, and Salesforce, among others. CB Insights has rated Alchemist the top program based on median funding rates of its grads (YC was #2), and Alchemist is perennially in the top of various Accelerator rankings. The accelerator seeds around 75 enterprise-monetizing ventures / year. Learn more about applying today.

This blog is the second in a financing series with topics designed to help entrepreneurs be better prepared for venture capital conversations.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1251039 2018-02-22T16:00:03Z 2018-02-22T17:00:03Z Funding Basics: Adopting the Best Business Model

The culture of nearly every business-to-business software startup centers on products. Everyone talks about product innovation and disruptive technology, but I think today’s founders need more than great product ideas to launch successful companies.

In my role as Managing Director of Hummer Winblad and also as an Alchemist Accelerator mentor, I share this advice with new entrepreneurs: Get as comfortable with your spreadsheets as you are with your product. By that I mean that your financial models show potential investors you’ll be a metrics-driven organization and that you understand you are building a business not just a product. I also believe that only metrics-driven companies can operate high-velocity business models.

A New, Emerging Approach

If success is 10 percent idea and 90 percent execution, deep thinking is required of teams pulling together new business models. For example, are you going to sell direct or through a channel?  Will you have a subscription or a perpetual model? Do you envision a “land and expand” model where you encourage a smaller, initial buy that increases over time? Does your business model reflect the way customers want to buy?

Teams developing enterprise software traditionally have had to factor in a 9-to-12-month sales cycle on top of the year or more it takes to deliver product. Both development and expensive sales professionals operating in this model require significant runway—and thus funding.

Fortunately, times are changing.

Taking a cue from evolving consumer models, I now encourage enterprise software founders to more precisely consider cost of sales (including customer acquisition costs relative to pricing and hiring) together with product decisions.

Our team members and other venture firms ask them to think about how they can achieve operational and growth targets from two perspectives:

  • The old model – Costly, large account-focused, in-person sales teams operating on a quarterly rhythm

  • The new model – High-velocity, mid-market-focused, inside sales teams operating on a weekly rhythm

The new, high-velocity model optimizes sales and marketing processes by measuring the end-to-end effectiveness of all touchpoints. With metrics, teams can determine what is and what isn’t delivering results. I created two blog posts a few years ago explaining the high-velocity business model and the metrics for a high-velocity business model—based on the success of teams that Hummer Winblad invested in early.

High-Velocity Benefits

For a startup pricing products in the USD$150,000 and up range, leveraging the traditional, enterprise sales model may still be practical and even preferred. For everyone else, here’s why a high-velocity model makes more sense:

  • Faster time to revenue – The combination of an assertive inside sales professional (who can reach 80 to 100 prospects a day) and a web purchasing model speeds sales, which enables the company to run on monthly recurring revenue.

  • Greater accountability – When your product team’s responsibilities expand beyond building the solution to the entire lifecycle (from first customer touch to download to using), teams are more collaborative and can achieve greater success faster.

  • Complete visibility – Companies operating high-velocity models are highly automated and instrumented, so individuals and teams are always aware of their goals and progress toward reaching them—from calls and demos to trials, seats, and monthly volumes.

Does Your Business Have the DNA?

In a high-velocity business model, leadership, product, sales and marketing teams all shoulder responsibility for success. We see entrepreneurs embracing this new approach taking a similar journey, learning from others that have succeeded already about how to ramp up fast.

My tips for them include the following:

  1. Hire consumer experts to run your enterprise marketing model, so it’s firing on all cylinders

  2. Simplify the sales process by adding a free or low-cost download feature

  3. Add insides sales professionals to follow up on every lead and upsell from the download

  4. Run everyone in the company through your sales process—from start to finish—to ensure everyone understands it

  5. Test online pricing and trial models by dividing traffic

  6. Test your social media and web flows, counting the number of clicks at each step

  7. If you choose to work with channels, hire someone that has previously built them

  8. Bet on mid-market customers to start, but establish a sales value that when exceeded, makes sense to add enterprise sales

For founding teams seeking funding, business models matter. Remember your ability to explain the thinking behind your business model is as important as explaining the product you’re going to bring to market—and sometimes, more important.

About Me

As Managing Director at Hummer Winblad, I oversee investments in SaaS, virtualization, cloud and mobile technologies. Prior to joining Hummer Winblad Venture Partners in 2006, I was involved in founding and operational roles at start-up companies. I was a co-founder of AutoFarm (now Novariant), a company focused on GPS and robotics. Although I spend less time programming now, I started my technical career coding and hacking computer games. I have a Master of Science (Engineering) degree from Stanford University, an M.B.A. from the Stanford Graduate School of Business, and an Engineering Physics degree from Queen’s University.

About the Alchemist Accelerator

Alchemist is a venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. We give companies around $36K, and run them through a structured 6-month program heavily focused on sales, customer development, and fundraising. Our backers include many of the top corporate and VC funds in the Valley -- including Khosla Ventures, DFJ, Cisco, and Salesforce, among others. CB Insights has rated Alchemist the top program based on median funding rates of its grads (YC was #2), and Alchemist is perennially in the top of various Accelerator rankings. The accelerator seeds around 75 enterprise-monetizing ventures / year. Learn more about applying today.

This blog is the first in a financing series with topics designed to help entrepreneurs be better prepared for venture capital conversations.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1230702 2018-02-01T16:11:14Z 2018-02-01T17:00:05Z Not BI, AI

A product business can double its revenue and quadruple its margins by moving to a service business. What is service? It's information, personal and relevant to you.  

Amazon delivers information that is personal and relevant to you, for example, with its recommendations: customers like you bought this book, or customers like you like this music. Now think about your favorite banking site and log in. I will contend that there’s very little personal and relevant information. The only reason you’re being asked to log in is for security reasons. After that you are really looking at a big shopping cart to move money from savings to checking, buy stocks, sell a bond, etc. 

Could the bank deliver information that’s personal or relevant to you? Could they say that people like you bought this stock, or people like you re-financed their mortgage? Yes, they could, so why don’t they? Well, you probably never thought about this, but the consumer Internet that Google and Bing let you see through search is believed to only be about 100 or 200 terabytes. That’s it. Now, I’ll guarantee your current IT systems have 10, 100, or 1,000 times that amount of information; so why can’t they deliver information that is personal and relevant to you? Well, I say they are held hostage by the SQL monster. So let’s just have a little fun here.

It’s the late ‘90s and I have several SQL engineers in the room. I come in with a brilliant business idea. My idea is that we are going to index the consumer Internet and we’re going to monetize it with ads. We’re going to be billionaires! Just guess what the SQL engineers would do?

The first thing they’re going to do is design a master, global-data schema to index all information on the planet. The second thing they’re going to do is write ETL and data cleansing tools to import all that information into this master, global-data schema. And the last thing they are going to do is write reports, for instance, the best place to camp in France or great places to eat in San Francisco.

Any of you who are technical are probably laughing right now thinking, “Well that’s a completely stupid thing to do.” But if you try and attack the problem using SQL and BI tools, you’re also going to fail.  

Furthermore, as you connect your machines, you have the opportunity to bring in large amounts of time-series data. Modern wind turbines have 500 sensors and the ability to transmit those sensor readings once a second. Most analytic techniques depend on the idea that the data scientist can try and visualize the data, but how is that possible if I have a 1,000 wind turbines and data for 12, 24 or 36 months?  How can we learn from that?

Artificial Intelligence (AI) has been increasingly in the news. Google’s DeepMind made headlines when the machine, AlphaGo, programmed to play Go, defeated Lee Sedol, one of the best players in the world, by 4 - 1. Amazon’s Echo and voice assistant Alexa is being widely praised for its voice recognition capabilities, and many people remember how Watson handily beat the best Jeopardy players in the world.

Things have been changing quickly and here is a great example. ImageNet is a database of millions of images. Beginning in 2010 the ImageNet Challenge was established to see how well a machine would do at object recognition. As a point of reference an average person will be able to achieve 95% accuracy. In 2010, the winning machine could correctly label an image 72% of the time. By 2012, accuracy had improved to 85%, and in 2015 the machine achieved 96% accuracy.

So why have things been changing so quickly?

First, we’re continuing to get more computing and more storage for lower and lower prices. Next generation compute and storage cloud services can provide thousands of computers for an hour or a day. AI and machine learning software require lots of computing during the learning phase. The second reason is the emergence of neural network algorithms. Third, it’s not possible to apply these advanced AI technologies without data, and lots of it. Consumer Internet companies like Facebook are able to use billions of photos to train facial recognition systems. AlphaGo learned from millions of games of Go and Alexa learned from millions of voice patterns.

While we’ll continue to see progress in replicating what humans do, we have the opportunity to apply these AI technologies to even more important challenges. Today, many of the machines that generate electricity, transport goods, farm food, or sequence genes have large amounts of data. If we were able to connect these machines and collect the sensor data from them, we would have the opportunity to use AI and machine learning technologies to operate a more precise planet. Imagine a future farm that can use fewer pesticides, which not only reduces the cost of the food, but also makes it healthier. A future power utility could be based on a vast array of solar panels, wind turbines, small hydro generators and batteries to generate more power, much more efficiently. A pediatric hospital could share the results of millions of MRI scans and diagnose patients far faster.

Next-generation machine companies could not only double their revenues and quadruple their margins, but build a better planet in the process.


Timothy Chou, Ph.D.

Timothy Chou has lectured at Stanford University for over twenty-five years and is the Alchemist Accelerator IoT Chair.  Not only does he have academic credentials, but also he's served as President of Oracle's cloud business and today is a board member at both Blackbaud and Teradata. He began his career at one of the first Kleiner Perkins startups, Tandem Computers, and today is working with several Silicon Valley startups including as the Executive Chairman of Lecida, which is building precision assistants for the IoT using AI technologies. Timothy has published a few landmark books including, The End of Software, and Precision: Principals, Practices and Solutions for the Internet of Things, which was recently named one of the top ten books for CIOs.  He's lectured at over twenty universities and delivered keynotes on all six continents.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1234283 2018-01-25T16:03:55Z 2018-02-01T08:23:50Z Service is Not Break-Fix

As a student of business, you may have come to realize that with a recurring-service-revenue business, you can not only double the revenues of the company, but also quadruple the margins. I recently spoke with an executive of a large European company who has a 50/50 business; 50% of their revenue is selling machines and 50% is service on those machines. He said, “In 2008 our revenues went down, but our margins went up.”

But what is service? Is it answering the phone nicely from Bangalore? Is it flipping burgers at McDonald’s? No. Service is the delivery of information that is personal and relevant to you. That could be the hotel concierge giving you directions to the best Szechuan Chinese restaurant in town, or your doctor telling you that, based on your genome and lifestyle, you should be on a specific medication. Service is personal and relevant information.

I’ve heard many executives of companies that make machines say, “Our customers won’t pay for service.” Well of course, if you think that service is just fixing broken things, then your customers will think you should be building a more reliable product.

Service is information. In 2004, the Oracle Support organization studied 100 million support requests and found that over 99.9% of them had been answered with already known information.

Aggregating information for thousands of different uses of the software, even in a disconnected state, represents huge value over the knowledge of a single person in a single location. Real service is not break-fix, but rather information about how to maintain or optimize the availability, performance or security of the product.

Above is my Amazon home page. Every time you log in, Amazon attempts to deliver information that is personal and relevant to you. For instance, people like you bought this book. If you look closely at the image, you might guess who uses my Amazon account. Now, let’s point something else out, namely the little shopping cart in the upper right hand corner. That’s the transactions processing system. It has to operate securely with scalability, but how important is it?  Not very.  Instead, most of the real estate of the page, and therefore of the company, is dedicated to delivering information that is personal and relevant.  

Service is information.


Timothy Chou, Ph.D.

Timothy Chou has lectured at Stanford University for over twenty-five years and is the Alchemist Accelerator IoT Chair.  Not only does he have academic credentials, but also he's served as President of Oracle's cloud business and today is a board member at both Blackbaud and Teradata. He began his career at one of the first Kleiner Perkins startups, Tandem Computers, and today is working with several Silicon Valley startups in roles from investor to executive chairman. Timothy has published a few landmark books including, The End of Software, and Precision: Principals, Practices and Solutions for the Internet of Things, which was recently named one of the top ten books for CIOs.  He's lectured at over twenty universities and delivered keynotes on all six continents.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1230695 2018-01-18T17:00:00Z 2018-02-01T08:23:50Z Not Machines, It’s the Service

If your company builds agricultural, power, construction, healthcare, oil, gas or mining machines you’ve probably heard about the Internet of Things.  All of us in the tech community are excited to tell you about our cool technology to run on your machine, connect it to the Internet, collect data from it, and then make predictions from that data using advanced machine learning technology.

But maybe the question you’re asking as the CEO of one of these companies is why should I care?  Isn’t this just stuff my geeky R&D staff cares about? How can it be meaningful to my business?  

I’ll be making the case that with IoT software; you can not only double the size of your business but also create a barrier that your competition will find difficult to cross.

Next generation machines are increasingly powered by software.  Porsche’s latest Panamera has 100 million lines of code (a measure of the amount of software) up from only 2 million lines in the previous generation.  Tesla owners have come to expect new features delivered through software updates to their vehicles.  Healthcare machines are also becoming more software defined. A drug-infusion pump may have more than 200,000 lines of code and an MRI scanner more than 7,000,000 lines. On a construction site a modern boom lift has 40 sensors and 3,000,000 lines of code and on the farm a combine-harvester has over 5,000,000 lines of code.  Of course we can debate if this is a good measure of software, but I think you get the point.  Software is beginning to define machines.

So if machines are becoming more software defined, then maybe the business models that applied to the world of software will also apply to the world of machines. Early in the software product industry we created products and sold them on a CD; if you wanted the next product, you’d have to buy the next CD. As software products became more complex, companies like Oracle moved to a business model where you bought the product (e.g. ERP or database) together with a service contract. That service contract was priced at a derivative of the product purchase price. Over time, this became the largest and most profitable component of many enterprise software product companies.  In the year before Oracle bought Sun (whilst they were still a pure software business) they had revenues of approximately $15B, only $3B of which was product revenue, the other $12B, over 80%, was high margin, recurring service revenue.

In the world of machines, you might wonder why General Electric is running ads on Saturday Night Live talking about the Industrial Internet.  Why are they doing this?  All you need to do is download the 2016 10-K (http://www.ge.com/ar2016/assets/pdf/GE_2016_Form_10K.pdf) and look on page 36.  Out of $113B in revenue they recognized $52B, or nearly 50%, as service revenue.  Imagine if GE could move to 80% service revenue, not only would the company be tens of billions of dollars larger, but also margins for the overall business could easily double. And let me remind you this is all done without connecting the product (software or machine).  Once connecte you can provide even more service and ultimately deliver your product as a service.  As we have already seen in high tech software and hardware moving to product-as-a-service is transformative.

So if you’re an executive at a power, transportation, construction, agriculture, oil & gas, life science, or healthcare machine company, how big is your service business?


Timothy Chou, Ph.D.

Timothy Chou has lectured at Stanford University for over twenty-five years and is the Alchemist Accelerator IoT Chair.  Not only does he have academic credentials, but also he's served as President of Oracle's cloud business and today is a board member at both Blackbaud and Teradata. He began his career at one of the first Kleiner Perkins startups, Tandem Computers, and today is working with several Silicon Valley startups in roles from investor to executive chairman. Timothy has published a few landmark books including, The End of Software, and Precision: Principals, Practices and Solutions for the Internet of Things, which was recently named one of the top ten books for CIOs.  He's lectured at over twenty universities and delivered keynotes on all six continents.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1181877 2017-08-08T20:15:02Z 2018-02-01T08:23:50Z CANDID CONVOS: Angel Fundraising with Ahryun Moon, CEO at Goodtime.io


 Ahryun Moon is CEO and Co-founder at GoodTime.io, a recruiting enablement platform that automates interview scheduling for companies like Airbnb, Stripe, Yelp, Thumbtack and more. She is a financial professional turned engineer! She taught herself how to code while building her first enterprise software at Freescale Semiconductor, Inc., at which time she was a financial analyst. The software got adopted company wide.

Some interesting things about her:

1. She caught a thief using Twitter (check out http://bit.ly/2gmr5P4) - gone viral on Hacker News, Reddit, Facebook, Twitter and Youtube

2. Her team at GoodTime.io won 3 hackathons - Salesforce $1M, Toyota and Launch hackathons

3. Her team built Etch Keyboard which was featured on the App Store for 3 weeks.

4. She still has a CPA license in good standing

The Convo

Interviewer (ZP): What was the size of your first check?

Ahryun Moon (AM): $100 was the first check. What happened was right before Alchemist, I was down and depressed and going to a bunch of people asking for advice and feedback and money. I then went to Edith and she, after hearing me out, said, “Hey I'll be your first investor, here's your hundred dollar check. You can put me on Angel list.” With investors the very first check is important so you can put someone's name on your angellist. That’s hard to get. The very first person that wants to be on your investor roster is always challenging. She said to just use her name she’d give us the one hundred dollars. I have kept our hundred dollars even today. So that $100 is still on my cap table, as I really love the fact that she believed in me when no one did. So my first check was $100, and then the second check was 10k.

ZP: What about the first check over 25k or more?

AM: Oh 25k or more. The first time that a check was larger than 25K was 50k.

ZP: And when was the closing date you received it.

AM: We closed the check on the day of the demo day.

ZP: And it was just that simple?.

AM: He came up to me and said he was just ready to write the check.

ZP: What industry is your company in.

AM: HR and Recruiting.

ZP: Tell me about the process of closing that check and from start to finish. How you were introduced all the way through to actually having a check in hand or money in the bank.

AM: For the 50k check, he was in the audience at the demo day. He loved it. He came up to us and he was literally ready to write the check. I think we got the check within a few days or a week or so. He didn't have any other references. He just saw us at demo day and liked us. Sometimes you can really run into someone that just believes in you and gives you unconditional love for the product that you're making. So I am lucky with that. But I think you just get lucky sometimes.

ZP: So what was it like doing that to the first 10k check.

AM: The 10k check was when we were going negative, negative, negative, and we were about to break our 401k. It was one of the Alchemist Mentors and he liked our product from the beginning. We were so afraid of asking for money at the time.

ZP: How did you meet him?

AM: He was one of the mentors that we paired up with at one of the events, the CEO mentor event. We did speed dating, he was one of the three people there we met. He liked the idea and we never asked for money. We didn't know to ask for money at the time. We invited him over to our office and we talked for another hour or so after the event. That was after a month or two after we met for the first time. And then we mentioned, “Hey we are looking for investors”. And he simply said “How much”. We told him we were looking for 10k. And he's said, “OK. I don't have a check with me. I'll wire you the money as soon as I get back to my office.” He wired it within a few days.

ZP: Wow. Was there any back and forth between you or was it pretty straightforward?

AM: It was really straightforward. People who argue with you and nitpick on this or that and say “I want to see more proof”, they never work out. Investors that ended up giving us money, you can tell from the first meeting that they believe in you and will give you support. So I'll say my advice is this: it's the ones that give you bullshit excuses and say you’re too early, you're too late in the stage, you're pre-revenue you or your team is too small, move on to the next person. They will not give you money. They never gave me any money. People who said those things never gave me money.

ZP: Those things were just an afterthought when they just believe you.

AM: Yes. I think I took them extremely personally in the beginning and that made me really, really depressed. Whenever I get that kind of excuse next time I wouldn't too depressed. I will just say, “Ok fine. Next person.”

ZP: Is there anything else you'd like to share? Maybe something that stuck out with a new kind of angel fundraising process in general or specifically with all the checks that you're trying to close.

AM: Yeah. Everyone told me not to cold email. Everyone told me not to cold call investors. But I did. I closed our last 100k check with a cold call. So I wouldn't say cold calling is the worst thing you can do. Once you run out of referrals you have to cold call and sometimes you really meet the right person while doing that. So I would not advise against cold calling.

ZP: That's good advice. cold call. OK. Well that's really good thank you.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1160901 2017-06-05T18:23:06Z 2018-02-01T08:23:50Z 2017 Seed Accelerator Rankings!

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1155014 2017-05-23T19:00:02Z 2018-02-01T08:23:50Z PRESS RELEASE: ALCHEMIST ACCELERATOR ADDS JUNIPER NETWORKS AS BACKER

Contact: Danielle D’Agostaro                                                                                                   RELEASE: May 23, 2017

Email: danielle@alchemistaccelerator.com


                             Juniper Networks Joins Alchemist Accelerator’s Second Round Fund as Backer

San Francisco, May 23, 2017 – Alchemist Accelerator, an accelerator dedicated to enterprise start-ups, today announced that Juniper Networks has joined Analog Devices, Cisco, Ericsson, GE, and Johnson Controls as a backer in the accelerator’s second fund. This brings the total fund to $6.5 million.

Alchemist Accelerator is a six-month program, accepting about 20 companies every four months. On average, accepted companies receive $36,000 in seed funding. Alchemist structures the program around mentorship, sales and fundraising to help early-stage companies raise their seed or series A round and secure their first few customers.

Many founders who have gone through the program would agree that a major perk of joining Alchemist comes from the large network of high-caliber experts and coaches who mentor Alchemist founders.

“We are thrilled to have Juniper Networks join as a backer of Alchemist. Few companies think as deeply about next gen trends in AI, cloud, analytics, and networking – all core areas to Alchemist – as Juniper does. We are excited to have Juniper join the Alchemist family,” said Ravi Belani, Founder and Managing Director of Alchemist.

Since the debut of Alchemist’s first class in January 2013, 14 Alchemist companies have been acquired (including Cisco’s acquisition of Assemblage and Dropbox’s acquisition of Mobilespan). More than 50 percent of its graduates have gone on to raise significant seed or institutional funding rounds. The average raise of these companies is $2.6 million. Many of these are from the top venture capital firms in the valley, including Andreessen Horowitz, Bessemer Venture Partners, Draper Fisher Jurvetson, Foundation Capital, Founders Fund, Greylock Ventures, Menlo Ventures, Redpoint Ventures, Social + Capital Partnership and True Ventures. The complete list is provided here.

“At Juniper Networks, we believe that venture investment is an integral part of our innovation engine. Alchemist fills a gap in our portfolio strategy, acting as a vehicle to invest in seed-stage companies, a stage we are eager to participate in,” said Rita Waite, Investment Manager at Juniper Networks. “We are thrilled to be joining Alchemist Accelerator as a backer and look forward to working with Alchemist start-ups and its network.”

Today, Alchemist held its 15th Demo Day at Juniper Networks in Sunnyvale in conjunction with the announcement. They were joined by more than 200 customers, partners and investors. The event debuted 18 companies.



Learn More

Anyone interested in getting involved as a mentor, investor or customer or members of the press, should fill out this form: https://vault.alchemistaccelerator.com/register-profile.

For more information on the accelerator, please visit http://www.alchemistaccelerator.com/.

About Alchemist Accelerator
The Alchemist Accelerator is a new venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. The accelerator seeds around 60 enterprise-monetizing ventures / year. Over 50% close institutional rounds within 12 months of their Alchemist Demo Day[LM1] . 

 [LM1]I removed our boiler plate and media contacts. This is a third party release distributed by Alchemist without our ticker or a classified joint release.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1136436 2017-03-06T20:45:44Z 2018-02-01T08:23:50Z PRESS RELEASE: ALCHEMIST ACCELERATOR ANNOUNCES FOCUS ON INVESTMENTS IN COLLABORATION

Contact: Danielle D’Agostaro                                                                                     RELEASE: DATE March 3, 2017

Email: danielle@alchemistaccelerator.com



                                             Cisco Investments will continue as an investor in Alchemist’s new fund

San Francisco, Calif., March 3, 2017– Today, Alchemist Accelerator announced that it will be focusing a part of its new fund on early-stage collaboration startups. This includes startups that integrate with the Cisco Spark Service or use Cisco Collaboration APIs to enable voice, video and messaging.

Earlier this year, Alchemist Accelerator announced their new fund. Today, Cisco Investments, an existing Alchemist investor, joins the investors in Alchemist’s new fund. Cisco Investments had invested in Alchemist’s prior fund, which focused on accelerating the development of a number of seed-stage ventures. As part of that fund, Alchemist ran an Internet of Things focused accelerator that helped encourage IoT entrepreneurs and startups through funding, mentorship and resources.

With today’s announcement, Alchemist will expand its focus and support to early-stage innovation within collaboration. Cisco Investments and Alchemist will work together to identify, invest in and develop early-stage startups that focus on enabling collaboration in the enterprise. Alchemist will also dedicate a portion of their fund to invest in early-stage startups that are part of the Cisco Spark ecosystem. Cisco is making this investment via the Cisco Spark Innovation Fund it announced last March.  Cisco Spark is the industry’s first integrated and cloud-based collaboration service. It provides users the ability to call, message, and meet, and access those services with apps, cloud-connected hardware, and a rich set of cloud APIs. These APIs, at developer.ciscospark.com, are the integration point for investments from Alchemist’s fund.

“Our relationship with Alchemist has given us exposure to a wide variety of enterprise startups,” said Rob Salvagno, head of Cisco Investments and vice president of Cisco Corporate Development. “With this new fund, our goal will be to support a new generation of startups that are disrupting the collaboration industry by developing new features and functionality on top of Cisco Spark.”

Alchemist already has made investments in a number of collaboration startups, including Assemblage and Synata, two companies that were acquired by Cisco.

The Alchemist Accelerator is a six-month program, accepting about 20 companies every four months. On average, the companies that are accepted receive $36,000 in seed funding. Alchemist structures the program around mentorship, sales, and fundraising to help early-stage companies raise their Seed or Series A round and get their first few customers.



Learn More

Anyone interested in getting involved as a mentor, investor or customer or members of the press, should fill out this form: https://vault.alchemistaccelerator.com/register-profile.

For more information on the accelerator, please visit http://www.alchemistaccelerator.com/.

About Alchemist Accelerator 

The Alchemist Accelerator is a new venture-backed initiative focused on accelerating the development of seed-stage ventures that monetize from enterprises (not consumers). The accelerator’s primary screening criteria is on teams, with primacy placed on having distinctive technical co-founders. The accelerator seeds around 60 enterprise-monetizing ventures / year. Over 50% close institutional rounds within 12 months of their Alchemist Demo Day. 

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1104203 2016-10-31T17:52:43Z 2018-02-01T08:23:50Z Generation IoT: The Key to Business Survival in the 21st Century

“The only constant is change.” It’s an adage that goes back 2500 years to the Greek philosopher Heraclitus. But never has it been as true as it is today. Technology adoption is growing exponentially, driving change at a dizzying pace. Billions of devices are connecting to networks — most of them the sensors, controllers, and machines that power the Internet of Things (IoT). You probably see the rapid growth of connected devices in your own organization: on the manufacturing floor, in your logistics system, hospital or retail store. But are you seeing the corresponding business impact generated by connected processes and business models enabled by IoT?

Over the last 25 years, organizations have had to reinvent themselves every three to seven years to keep up with the pace of change. Companies that missed one technology transition might scramble to catch up, but missing two meant a slow fade to obscurity, irrelevance, and death. Just think about the rapid evolution from records, to cassettes, to CDs — with each transition creating new winners and losers. Today, the evolution has come full circle as digital streaming services have made any kind of physical media obsolete.

That kind of relentless change threatens the survival of many businesses. According to The Boston Consulting Group, only 19 percent of S&P 500 companies from 50 years ago are still in existence today. How can you ensure the survival of your business?

A new generation of leaders, makers, thinkers, and doers is meeting that change with flexibility and optimism, and transforming it into opportunity. In my upcoming book, Building the Internet of Things, I call these pioneers “Generation IoT.” These are the people who see the transformational power of IoT-driven processes, business models and new revenue streams. They are eager to champion and drive these opportunities in their organizations. These people know that IoT is not just one project, one training session, one change. They know that in order to succeed they and their organizations need to adjust and re-learn, over and over again.

Generation IoT is first defined by openness — open standards, open collaboration, open communications, and open, flexible business models. Members of Generation IoT can be found in IT or operational technology (OT). They can run the plant, or be part of the supply chain. They can be vendors, contractors, or CXOs. They can be young or old. All are willing to learn and take risks, and are good at building virtual teams internally and partnering externally. You can recognize these new winners not by their age or their titles — but by their ability to build and deploy agile, flexible business solutions.

Here’s an example: a decade ago, visionaries talked about mass customization — building mass-produced products to each individual buyer’s specifications. But it was difficult to implement efficiently and proved to be an idea ahead of its time. Today, IoT makes this concept much more practical and cost-effective because information can be shared in real time between every element in the supply chain. Buyers can click on the components they want. Suppliers and logistics providers can see what is being ordered and adjust their scheduling accordingly. Production systems can be retooled as needed. With the information flowing up and down the supply chain, all the necessary materials are at the production line when that customer’s order is being assembled, whether it’s a car or a three-piece suit.

With IoT, mass customization is not just a future possibility — it’s starting to happen. Daihatsu Motor Company is already using 3D printers to offer car buyers 10 colors and 15 base patterns to create their own “effect skins” for car exteriors. Each car rolls off the line customized for that individual buyer.

The key question — and it’s the focus of both my book and this blog series — is how it’s all supposed to happen.

Yes, vision is important. Pointing your organization toward where and how it needs to transform itself is key. But the road to realizing such vision is a multi-year, multi-phased journey and it starts with you successfully tackling one of today’s business problems. A low-risk, small project based on a well-established use-case is all that is needed to get going. Armed with the initial success, you can then pick a more complex problem and an IoT solution that will also have a bigger impact. IoT is a journey.

Along the way, you will break down silos and build understanding and cooperation among IT, OT, supply chain and finance. You will also bring in an ecosystem of partners for a complete, converged solution. The good news is that thousands of your peers have already started on the IoT journey. Based on their experiences, a set of best practices has emerged:

• Have a big vision, but start with a small project using one of the four fast payback scenarios I outline in my book: connected operations, remote operations, predictive analytics, and predictive maintenance.

• Build you own business case by comparing industry benchmarks with your own total cost of ownership data.

• Get a C-suite sponsor, because you are not implementing one IoT project, you are starting on the journey that will transform your organization, your industry, and your career.

• Build a cross-functional team; you need complementary skills, so maximize the chances of success by building support and buy-in across your entire organization.

Finally, recognize that we’re all relatively new at this. None of us have spent our careers on IoT — not yet. You can be an extremely valuable member of this transformation with the skills you have today. Whether you’re in Generation X, Y, or Z, you can be part of Generation IoT. Stay tuned for my next blog, where I’ll take a closer look at the four fast-payback paths to IoT.

- Maciej Kranz, VP, Corporate Strategic Innovation, Cisco Systems

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1091926 2016-09-20T17:39:11Z 2018-02-01T08:23:49Z How to get Momentum when Fundraising

The most powerful tool you have in closing an investor is fear of missing out (FOMO). FOMO only occurs when you have momentum in the round. Once you get that momentum, you start closing investors and a virtuous circle begins, increasing FOMO and carrying you to a great round. Here’s three ways to build momentum when you’re fundraising for your startup.

Low Round Targets

Setting a low round target does 2 things: first it broadens the number of investors who can participate in the round, increasing competition. Second, the round looks almost closed with even a small amount of investment. You can always increase the size of the round later as demand catches up. The only cost of this approach is creating a credible business plan for each successive target.

For example, you only need one investor with $50k to be half full in a $100k round. Conversely, if you tell an investor you’re raising $3M and have $50k raised, the situation seems less attractive. When you start getting yeses you can increase the size of the round in stages and still have the majority raised at all times.

Reserving Space

You can also build momentum by getting smaller investors to earmark parts of the round. This usually comes in the form of new, angel investors and existing investors participating with their pro rata (or more). Ask the investor if they’d like to reserve a spot while they decide? If you get a verbal yes, you can’t give that space to another investor and thus more of the round is now ‘earmarked’, ‘spoken for’ or ‘wrapped up’.

For example, say you’re raising $500k and currently have $150k committed. When talking to a new and interested investor, Investor-A, you ask their usual check size, which is $100k. Next, ask if they want you to hold that space for them while they decide, as the round is filling up. If Investor-A says ‘Yes’, then going forward you can’t offer that space to any other investors. Thus, your round is now half full.

Maybes are worse than Noes

One of the hardest parts of fundraising is hearing noes. Your fear of these noes can hinder momentum. All great companies get a lot of rejections during fundraising and being willing to push for a decision will actually help your process. Leaving a potential investor for weeks in the maybe column will almost certainly result in a no. Follow up regularly with updates but don’t blast everyone with fake success to push for an immediate decision.

To avoid hassling a deciding investor without cause, your follow ups should be focused on good news. Provide updates on new investors, or reservations, in the round, customer wins and product launches. At the end of each email you can ask if they’ve decided or need anything else. Eventually, you have to give a deadline to avoid dragging out the conversation too long. Even if that leads to a ‘no’, it’s still progress.

Hi Joe,
Wanted to quickly share some great news, the team closed Hooli today and the contract should be signed next week. Let me know if you have any questions or if you’ve come to a decision?

Raising money for your startup is a grueling test for any founder but it gets better once you have momentum. Making use of these strategies makes it easier to get started and increases your chances of getting the round you need.

Thanks to Duncan Davidson, Pejman Nozad, Mar Hershenson and Kaego Rust for reading drafts of this.

Go to the profile of Ash Rust Ash Rust

Cofounder & CEO @SendHub (Cameo Global), Faculty @AlchemistAcc. Alum@YCombinator@UniofOxford. Prev: @Klout (Lithium), @OneRiot (Walmart). IG: ashrust

Re-tweet post - 

tag:blog.alchemistaccelerator.com,2013:Post/1072322 2016-07-12T10:00:00Z 2018-02-01T08:23:49Z 10 Due Diligence Points When Selecting a Startup Accelerator

Last week Samir Kanji (First Republic Bank) published a blog with a list of the accelerators ranked by graduates who received more than $750,000 in funding.  Cromwell Shubarth of the San Jose Business Journal pointed out a change in the rankings for the Alchemist Accelerator.

Game Changers Silicon Valley had a chance to catch up with Ravi Belani and Danielle D’Agostaro from the Alchemist Accelerator a few weeks ago.  This interview, conducted for the Game Changers Silicon Valley show, as part 1 of a two part show.  Here is a 2 ½ minute segment from the interview with the Alchemist Accelerator.

Accelerators provide an Education in Entrepreneurship

Accelerators are very similar to educational institutions, and it is important to separate “the signal from the noise” to allow company to identify the best fit among the many accelerators.

The Alchemist Accelerator admits only companies that monetize from the enterprise and who have established technical teams.

A focus on the enterprise allows companies to identify customers and generate revenues from the enterprise which improves the viability of the startup.

The classic enterprise entrepreneur is the person with 10 years of experience, although there are very disruptive companies who have never worked in the enterprise space.

Valuable learning can be gained from the mentorship via coaches and experts, every companies has a CEO coach, a Sales Coach and Goal coach plus domain knowledge experts.

There are five venture capital investors and five corporate investors who provided the working capital of the Alchemist Accelerator.

Both segments of the Alchemist Accelerator can be viewed at the link for Game Changers North America

Take-away considerations for entrepreneurs:

Not all accelerators are created equal:

Founding teams should review and qualify accelerator program in your geographic area.  Most of this information can be taken from blogs and articles.  Some of the areas for a general assessment should be:

  1. List the terms of the accelerator program including program duration, working capital provided, common stock contribution to the accelerator, physical work space, frequency of meetings, and training sessions such as pitch training and business plan reviews.
  2. What is the reputation and value proposition of the accelerator?  Most accelerators have a mission statement, a primary value proposition and an operating plan ( number of classes per year, number of companies per class, and a list of participating investors at their demo day)
  3. Does the accelerator have domain expertise via mentors or coaches in the markets or the technology areas being addressed by the startup?
  4. Does the accelerator do an in-depth review and qualify companies applying to join the program?
  5. What is the level of investor interest, traction and engagement with companies during the program, ideally there should be engagement well before the demo day.

Once a startup company narrows the list of accelerator programs that would be a fit, the founders should conduct their own due diligence on the accelerator.  The following our list of starting points:

  1. Contact companies who completed the program, including both companies who received follow on funding and those who did not receive the follow up funding. Speaking with co-founders of companies who did not receive follow on fundingwill provide insights into the perceived reasons funding was not obtained as well as help verify the quality of the program.
  2. Review the alignment of the accelerator’s domain and mentor expertise to your company and the founder.
  3. Review and evaluate if the listed investors who invested in previous graduating companies are the appropriate type of investors for your company.
  4. Review the connection and relationship maintained by the accelerator with post graduate companies, can a company who has completed the program continue to draw upon the resources and advisors connected to the accelerator.  
  5. Review published videos from the demo-day presentations.  These publicly available sources provide insight into the type, status ( pre-revue, revenue) and quality of the companies in the various startup accelerators. Some accelerators have a webpage listing their demo day presentations, or do a quick search on YouTube for “accelerator_name demo day”.


The first decision is to determine if an accelerator will materially promote a startup company's progress both in development and execution of the business plan and engagement with potential investors. 

Choosing the wrong accelerator can result in a disappointing experience.  All accelerators will quote metrics on the average follow-on funding received as a result of the program.  However, the average funding percentages for companies in past programs represents only one data point. Conducting additional due diligence can significantly improve your chances for the right decision as well as a successful engagement and outcome.

For more Game Changers Silicon Valley shows: http://www.GameChangers.tv

Facebook: Game Changers Silicon Valley

Twitter:  GameChangersX

Jim ConnorExecutive Producer at Game Changers Silicon Valley; Angel Investor

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1070869 2016-07-08T02:26:59Z 2018-02-01T08:23:49Z Two Questions, One Answer

In 2004 I published my first book, The End of Software. At the time I was the President of Oracle On Demand, so many people found it a curious title. In the book I discussed the fundamental economic reasons software should be delivered as a service. As an example of new startups in the field I highlighted four companies: VMWare, salesforce.com, Netsuite and OpenHarbor, which were all pre-IPO companies at the time. While I didn’t get all four correct, three of the four have gone on to be major companies driving the second generation of enterprise software.

When I left Oracle, I started to wonder what was next for enterprise software. We’ve built CRM, ERP, HR, supply chain and purchasing software for on premises deployment and now all are being delivered as a cloud service. While delivery as a cloud service provides both lower cost and higher quality, the functionality has remained largely the same.

So, are we at the end of innovation for enterprise software?

In 2010 I started a cloud computing class at Tsinghua University in Beijing. The Amazon team was kind enough to give me $3000 worth of AWS time for the students to use. I showed up in class and told them it would buy a small server in Northern California, Virginia or Ireland for 3 ½ years. They looked bored; after all, they could also get a server in China for 3 ½ years. Or, I said, $3000 will buy you 10,000 servers for 30 minutes.

So, what could you do with 10,000 servers for 30 minutes?

Like you, I’ve heard the buzzword IoT for quite a few years. I mostly ignored it because I wasn’t sure why my toaster should talk to my coffee maker. But a few years ago I invited Bill Ruh, CEO of GE Digital, to deliver a guest lecture at my Stanford class and his talk raised my curiosity; so a year ago I decided I needed to learn what was going on in industrial IoT, or some would call enterprise IoT. With the help of a crowd of at least a hundred experts, I documented nearly twenty different case studies spanning all of the major industries: power, water, oil & gas, agriculture, healthcare, construction and transportation.

Mid way through building all of these cases the answer to my two questions became obvious. While second generation enterprise software has helped reduce the cost and improve the efficiency of some enterprises it has done little to transform our physical world. With the decreasing costs of sensors, compute and storage we now have the ability to create a more precise planet. And unless we all move to Mars, we’re going to need to produce energy, water, healthcare and food more efficiently, more precisely. And if you consider that all developing  economies require fundamental infrastructure, shouldn't we engineer next generation healthcare, power, and agriculture using powerful new IoT software? In the developing economies we skipped land line telephony, will it not be possible to skip ahead in these other critical infrastructure areas?

A few weeks ago we launched my new book: Precision: Principals, Practices and Solutions for the Internet of Things in London on the River Thames. The book is written for anyone who wants to be a student of the subject, whether you're a focused on technology or business.

The first part of the book divides the technology principals into five major areas. We discuss the things or machines themselves, how they are connected, what is done to collect information, how you can learn from things and finally what can be done with what we’ve learned.

While many are implementing IoT solutions using current technology, it should be recognized most of the technology to date has been built for Internet of People (IoP) applications. But things are not people. For instance, there are many more things than people, things can be where people aren’t they have more to say, things talk much more frequently and things can be programmed, people can’t. While there are numerous technology challenges and opportunities within successfully implementing industrial IoT solutions, this distinction has great relevance to those enterprises that build machines (e.g., gene sequencers, combine harvesters, wind turbines) and finally on those that use these machines (e.g. hospitals, farms and utilities).

The second part of the book contains fourteen case studies that span the major industries of power, water, healthcare, transportation, oil & gas, construction and agriculture. You'll meet Nick August, who is a farmer on the Cotswalds, learn about how an autonomous train will run from the north of Australia to Perth this year and how you can use machine learning to predict electric grid failure.

Some companies have already begun to make the investments in industrial IoT. GE Software, for instance, was founded in 2011 with a $1B investment. CEO Jeff Immelt has declared that GE needed to evolve into a software-and-analytics company lest its machines become commodities. Immelt has set an ambitious target of $15B in software revenue by 2020. PTC has taken an M&A path and invested over $500M in a series of companies, including ThingWorx, ColdLight and Axeda. On the venture side, you may not have noticed but Uptake, a Chicago-based IoT startup, beat Slack and Uber to become Forbes 2015's Hottest Startup. They raised $45M at a $1B post funding valuation.

I’ll let you be the judge of whether it’s time to invest in IoT. But whether you’re a student at Berkeley, someone who works for an enterprise tech company, a venture capitalist, a CEO of a textile machine company, or the Chief Innovation Officer of a hospital, I’d encourage you to make Precision: Principals, Practices and Solutions for the Internet of Things part of your summer reading list and start exploring how you’ll be part of creating a more precision planet.

Timothy Chou, Lecturer at Stanford University; Chairman, Alchemist IoT Accelerator; Former President of Oracle on Demand

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1070144 2016-07-05T21:31:38Z 2018-01-19T03:31:36Z Use Hacker News to Source Engineers

Hacker News can be a great source of finding engineering talent for your company. Here are few ways I have found on HN to source great talent for my own startup:

Ask HN: Who is hiring?

“Who is hiring” is a monthly thread where companies can post technical job openings free of cost. A new thread is featured on HN homepage on first weekday of every month. For example, this is the “Who is hiring” thread for July 2016.

You should also check out a this cool interface for Who is hiring threads byMicah Wylde.

Ask HN: Who wants to be hired?

Unlike “Who is hiring”, where companies post job opening, “Who wants to be hired” is a monthly thread where active job seekers post about themselves. Majority of job seekers are remote workers but you can also find candidates who are willing to relocate.

Here is the google link to find past threads for “Who wants to be hired?”

Ask HN: Freelancer? Seeking freelancer?

This monthly thread is dedicated for freelancers only. Here is the google link for past threads.

Bonus tip: follow “Show HN”

Show HN is a place where hackers post their interesting projects and showcase their skills. Check that space regularly to connect with smart people who are working on technologies relevant to your company.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1055239 2016-05-24T16:46:12Z 2016-05-24T17:06:58Z Why Startups Fail
“90% of startups fail.”

You’ve probably heard that before. But what does it mean?

Over the past couple years, I’ve :

  • been the founder and CEO of multiple startups
  • raised money
  • been acquired by a public company
  • participated in the world’s top startup accelerator programs,
  • failed and watched others fail
  • succeeded and watched others succeed
  • and ate a lot of ramen noodles #truth

Given my experiences, I thought it would be valuable to share my views on why startups fail.

If you understand why startups fail, you will be more likely to succeed.

In school, we’re taught history to avoid repeating the same mistakes. Similarly, as entrepreneurs (practicing or aspiring), we should understand why startups have failed so we can decrease our own chances of failure. After reading this, you will understand the main reasons startups have failed in the past, making you more likely to succeed.

Defining Failure

Startups fail when they can no longer operate -> Startups can't operate when they run out of money.

Understanding this may seem basic, but it’s important. I’ve heard many times that, “the reason a startup fails is because they run out of money.” That’s not a reason. That is the result.

Failure = No Money.

If we can agree that in most cases startups fail because they run out of money, then to truly understand startup failure we need to understand why startups run out of money. Make sense? Great, let’s dig deeper.

Top 3 reasons why startups run out of money

Lucky for us, all we need to know is the top 3, because those 3 reasons account for over 80% of startup failures. I definitely just made up that statistic, but it’s probably in that ballpark.

    Reason #1: Building something nobody wants

Over the years, it has been clear that if a startup doesn’t build a product/service that people want, they will not be able to generate revenue.  

Revenue = money; no revenue = no money; no money = fail.

In one of Paul Graham’s famous essays, he wrote about this topic and why startups need to “make something people want” (http://paulgraham.com/good.html). It seems so obvious, but in reality it’s not.

Entrepreneurs need to think differently and see the future. While doing this, many assumptions are made because there isn’t enough information to make decisions - if there was enough information, someone else would already be doing it. One of the worst assumptions entrepreneurs make is that people will want their product. The problem is that this should not be an assumption, instead, it should be a hypothesis. Having a hypothesis that people will want your product means that you need to prove it. The biggest mistake entrepreneurs make is: they don’t prove people want their product. What ends up happening is founders skip this step and go directly to building products, hiring people, finding partners, then trying to sell. “Trying” is the key word here, because after they realize they can’t sell, it’s too late and they’ve run out of money.

Learning Point #1: Prove that people want what you’re building. 

Before building anything, prove to yourself and your team that people actually want what you’re building. A trick I’ve learned over time is to start with designs. Create your designs on Photoshop or Sketch and use a tool like InVision. This will help you simulate your product without having to write a single line of code. It’s easier, faster, and cheaper to iterate on designs than code.

    Reason #2: No Focus

From my experiences founding and mentoring dozens of startups, I’ve seen that focus and prioritization are necessary to achieve success (and avoid failure). Again, doesn’t this sound obvious? It’s not. In a startup, you’re being pulled in all different directions. Founders think they have to do everything at once. They are meeting investors, partners, mentors, customers, building products, figuring out a marketing strategy, going to all the conferences, and blah blah blah...

In reality, there are only 1-3 things at any given time that actually matter. Ideally, you’ve identified and prioritized those things, then distributed the responsibilities across your team. Time is against startups, so it’s important to focus on what matters and optimize your time. Many startups make the mistake of prioritizing raising money from investors. This is because that’s what everyone else is doing and it seems like the cool thing to do. They end up wasting so much time because the company isn’t ready to raise money. Either they don’t have a good product or have low traction, and often they don’t know why they’re raising money in the first place. In the end, they waste months talking to investors, and in that time they could have been proving that people want their product, building it, and selling it.

Learning Point #2: Prioritize, then focus.

Figure out what are the most high value areas you need to focus on. Here’s a prioritization order that applies to most B2B startups:

1) Prove people want what you’re building

2) Build it

3) Get early customers

4) Raise money

5) Hire smart people

6) Sell to more customers

7) Raise more money

8) Hire more smart people

9) Make your product better

10) Sell to more customers

At any point, you should know what stage you’re at, and therefore, what you should be spending most of your time on. This focus will lead to stronger execution and catalyze your growth. Without focus, a lot of money will be wasted and chances of failure will be higher.

    Reason #3: No Passion

A lot of people have this notion that starting a company is the dream. It’s no surprise given all the recent exits and IPOs. Startups have become sexy. As a result, I’ve seen many people start a company because they think they’ve stumbled on a great idea. Heck, I even did this back in university.

Whenever I meet a founder, I ask: “why did you start this company?”. This is the single most important question I’ve learned to ask founders. If you asked me that question when I started my first company, I would have said, “because I think it’s a good idea and the market is huge!”. The problem is, I had no passion. That company failed. There was nothing driving me behind the idea. Similarly, many startup founders I meet have no real passion or a deeper reason why they started their company.

If you’re starting a company without passion for the problem, then during the hard times you will be less motivated to power through them, and your chances of failure will be higher.

Learning Point #3: Do something you’re truly passionate about

I heard this saying somewhere: “Attitude is Altitude”. In my personal experiences, I’ve found this to be true. When you’re faced with hardship, either professionally or personally, staying positive will always increase your chances of success. It’s easy to get mad, depressed, and/or stressed, but try to control your emotions and stay positive by remembering why you started in the first place.

Having real passion is essential to get through hard times with your company. To get through the hard times, you need motivation. I’ve found that passion is the strongest motivator. When founders are extremely passionate about the problem they’re tackling, they figure out how to solve the issues at hand. The best motivators I’ve seen are:

- The founder(s) experienced the problem themselves

- The founder(s) believe in a future that may not exist unless they create it

- The founder(s) have close family and friends that have been affected by the problem

Putting it all together

Whether you’re working for a big company, thinking about starting a company, or already founded a startup, it’s worth reflecting on the lessons we have learned from past failures.

1) Build something people want, and prove that they want it.

2) Have focus at all times by prioritizing high-value initiatives.

3) Be real with yourself and do something you’re truly passionate about.

The interesting thing is, these 3 areas also apply to big companies. But, instead of the companies failing, individual products fail. There are multiple examples of products failing in big companies because they didn’t build something people want, or they lost focus. Learn from the past, make new mistakes, and remember, "Attitude is Altitude".

Lastly, Snapchat.

I’ve found that Snapchat is a great way to talk about these topics. Everyday I try posting interesting content on my Snapstory. Don’t wait for my next post on LinkedIn, follow me on Snapchat. Add my username: nav1d

By adding me on Snapchat, you can watch me talk about a variety of startup topics. In the past, I’ve talked about Marketing & Sales Tactics, Raising Money, and Staying Motivated. Add me and share with your friends and coworkers.

#learnfromfailure #startups #innovation #product #studentvoices #leadership #entrepreneurship #businessstrategy #bigideas 

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1049884 2016-05-11T16:55:45Z 2016-10-27T18:03:11Z Picks — What I’m Spending Time on Now

I’ve been having a blast since we sold StackStorm to Brocade.

As promised in my last post (the 4Ps of Picking), in this post I’d like to share with you a little bit about what I’m seeing in the market.

Like many, I see a greater gulf than ever between the frontier of what is possible and the performance of the average enterprise. You can see this gulf when you measure metrics in terms of operational agility — such as deployment frequency or deployment lead time (time spent in the queue before production).

And you can see the gap in outcomes in studies such as the Puppet Labs sponsored State of DevOps survey here:


One of my favorite (hello StackStorm and auto-remediation!) is that the MTTR for super high performers is 168x faster than average performers.

So with that as context, here are a few of the spaces into which I’m looking:


Given my background having helped create the open storage and software defined storage space, storage is a natural for me albeit one that is under incredible pressure and stress these days in part thanks to too much venture investment chasing what is a large but mature market. I have a bunch of friends and colleagues in storage and am confident in my picking skills in this space.


I’m really proud that Cloudian has invited me to join their advisory board.

Cloudian has a unique offering in the storage space — it is a massively scaleable 100% compliant on-premise S3 cloud that includes far better metadata than does S3 for use in management (thanks in part to an early bet on AWS and Cassandra). They are achieving great outcomes for their customers both by saving them money on object storage (speeds, feeds and dollars per GB!) and, more importantly, by improving the productivity of IT teams all the way up to and including the development teams.

They have spent literally years perfecting their object storage with customers like NTT hosting and tier one financials. And now the word of mouth is spreading.

Cloudian is a much later stage company than some of the others I advise. It’ll be in the news quite a bit in the weeks and months to come thanks to their well deserved accelerating momentum.

System Z:

This is the first of a few stealth mode start-ups I am advising. This one is looking at the coming impact of 3D memory. I cannot reveal much other than to say that putting many many TBs of non-volatile memory next to the CPU at nearly memory speeds is insane and wonderful. By the time this company emerges I’m not at all sure it’ll be seen as a storage company; storage as a space has been utterly transformed and yet storage companies are too often in my opinion stuck in the speeds, feeds and $/TB mindset of the early 2000s.

Machine learning and data science:

This is an incredible area to learn about. There is so much hype and yet also it goes without saying that some of this deep learning stuff is getting awfully useful. I am not an expert here, unlike storage, and yet I’ve made it an area of focus in my networking and learning. I’m starting to grok the various camps in machine learning in large part with the help of many of the companies I mention below. I’m also getting hands on with my limited Python chops. Fun stuff.

My sense is that those companies that best focus their AI or machine learning on specific pain points will flourish and that many of the opportunities for platform companies that provide for example “data science as a service” have faded away.

With that in mind I’m extremely excited to be supporting TextIQ. Apoorv, Omar, and the entire team at TextIQ are harnessing cutting edge machine learning to address some real pain points in the legal industry. They have tremendous traction and when you meet Omar and see the demo it is easy to see why — clarity of vision, tremendous energy, high CPU, and yet active listening and more. This a rocket ship on the launch pad; yes — slightly hyperbolic and yet I could not be more bullish on their prospects.

They are hiring — and picking their next handful of proof of concepts and production deployments as well. http://textiq.com

I’m also working with Andy and Xavier at Data Fellas. This team has a track record implementing data science pipelines for some of the larger users in Europe and are leveraging this experience to build related software. They are also prime drivers for the now widely used Spark notebook. You can see Andy’s activity on GitHub here: https://github.com/andypetrella

As the name DataFellas and the tag line “we make offers to data they cannot refuse” both suggest, these guys are fun and a little bit irreverent. More importantly, each time I chat with them I come away more impressed by their understanding of what it is like to deliver an distributed data science pipeline to enterprises. They have spent so much time helping actually drive outcomes for customers that they truly feel their pain.

DataFellas are close to getting their product out in alpha / beta form — and in the meantime are doing workshops with folks doing data science at cost in return for getting additional product feedback. Back in March O’Reilly picked them to do their on-line training “Building Distributed Pipelines for Data Science using Kafka, Spark, and Cassandra” — so their expertise speaks for itself. Get in touch with them now — Andy is speaking in NYC this week and is scheduling chats and at least one training now: http://www.data-fellas.guru

In both cases, as you dig in, you’ll find incredibly energetic teams that have survived rigorous PhD programs and are now doing the real work of building great companies. I’m hugely proud of the progress both teams have already made.

Somewhat in the space as well — although not yet deploying machine learning — is CareerWave. At the highest level CareerWave is sort of like uber for career and business coaching. However it is more than that — we are all told these days to “own our own career.” Ok, but how? Not everyone can afford thousands of dollars a month for a coach and yet study after study suggest that coaching helps lead to happier and more successful people. And maybe more importantly for companies, unhappy people under perform and eventually leave. What if we can apply software and machine learning to the problem? That’s the gold standard of coaching, and it’s CareerWave’s approach — they are signing up betas now and also coaches.www.careerwave.me

There is yet another company in stealth mode that is looking to leverage machine learning for support related tasks. Stay tuned.

DevOps Automation:

  • System X
  • System Y

Yes, sorry, these are two stealth stage start-ups. Each of them intends to help enterprises better measure and automate their operations — and so at a high level they may seem like the Nth monitoring or orchestration or continuous delivery solution. And yet, each are different in part by explicitly focusing on enterprise adoption as opposed to primarily on community usage. The DNA of these companies, much like StackStorm, merges deep DevOps experience with company building and enterprise operations experience as well.

The founders of both of these systems are already gathering around them an incredible team and some great early adopters as well. I’m bullish on both. And I will share more as their founding teams are ready for me to do so.


I’m now spending about half of my time meeting new companies, attending meet-ups and so forth. The other half is split between helping existing companies and doing some hacking and preparing for various Spartan races.

A couple of other machine learning related companies I’ve just gotten to know are again characterized by brilliant technical teams that are drilling into specific pain points. I think the entire team at Alchemist Acceleratordeserve a lot of credit for helping these teams iterate towards product / market fit quickly — while also shared a lot of otherwise very hard earned knowledge about company building. While I’ve just gotten to know these companies, I think they are both interesting:

  • DataCulture — here Karthik and team have drilled into a specific pain point in ecommerce that they are addressing with AI powered software and services. They are about 5 days away from revealing their MVP here:http://supply.ai
  • Relato.io — Russell is a well known agile data scientist — after all he wrote the O’Reily book of that name — with a track record building out such capabilities at LinkedIn and elsewhere. He’s now applying and extending his capabilities in order to drive waste out of the sales and business development processes. http://www.relato.io/index.html

If you are interested in someone like me helping you out — or at least hearing you out — please do get in touch. My network of friends and of people that seem to trust me has expanded quite a bit over the years. I’m looking for founders and later stage companies that could use my particular insights, relationships, and drive.

Speaking of drive, one thing I’ve learned since selling StackStorm is that I’m definitely not done yet. I’m having a blast and feel every bit as competitive as I ever have.

Community hackathon:

Last and likely least I’m also shooting for some upcoming hackathons to test and stretch my Python skills. Here I’m most interested in apps that help support community engagement and that shine a light on our governments. The deeper I dig into my local government the more I see the need for transparency and innovation.

I’m also proudly volunteering time as a member of the Vestry at St Matthew’s Episcopal in San Mateo. It is a warm and welcoming community with inspirational leadership.

My ask for you is — what am I missing? What do you think about my areas of focus? If you were me, what would you do differently?

Please keep in touch.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1045755 2016-05-02T21:16:04Z 2016-05-24T16:50:20Z 3 Reasons to Scrap Your Startup

Contrary to common belief it’s not poor market timing, aggressive competition or a lack of ability to raise capital that kills the bulk of startups. Rather, according to CEOs of failed startups, it’s a lack of market for their products. That’s right—all too often startups burn through their funding, iterating on their big idea, without validating that it solves a problem at a price customers are willing to actually pay. In the enterprise, this is even more critical as early adoption needs to be closely matched with the proper pricing structures.

But even if you’ve hit on a true need in your market, there are still a number of other pitfalls that can be hard for first-time entrepreneurs to avoid. Three of the most common reasons I see enterprise products and start-ups fail include:

  1. Low customer adoption/use. If it takes too much time to onboard, doesn’t resonate with CIOs or your target buyer (which could be the head of marketing, sales, finance, HR) or is too cumbersome for employees to use, it won’t gain traction.
  2. Product is not working as intended. Customers may have initial patience for a few minor bugs, but ongoing problems requiring significant rework can sink your company. This is especially true in the enterprise market, as your product outage could cost your customers thousands or even millions of dollars.
  3. Doesn’t address a top problem of your target customer. No matter how amazing your product is or how well it solves your customers’ problems, most companies only have enough budget to address their top two or three pain points. Creating robust buyer customer personas ensures you’ve done more than just scratch the surface of their true organizational needs, allowing you to prioritize your product roadmap accordingly.

The Road Map for Ensuring Startup Success

Communication is key. At Norwest Venture Partners, we’ve found that it’s important for enterprise companies to start by creating a customer advisory board and involving them in the development of each new product or product iteration. Test and obtain feedback from them in real time, as they use the product and test out your demos, and do a weekly gut check to evaluate how sentiment is trending. Start small and work out the kinks before scaling up to your overall customer base.

By involving your customers in your product iteration, they become more invested in your success. In turn, that means they’re more likely to give you the level of rich feedback you need to take your product to its next level and win over your market.

Some founders worry that they can only keep their clients happy by delivering every product iteration they request, but that’s not the case. If you involve your customers in your product development process, they will see the issues you encounter along the way, and won’t be surprised if it doesn’t ultimately work out. Focus on how you can get them excited about helping to define the roadmap–which may include scrapping some products that won’t keep your product on the path to success and longevity. Your customers aren’t just buying that initial product you have on offer. They’re buying your long-term vision too.  

If you’re concerned that scrapping a feature too soon is going to sink your company, consider the alternative. What if you hold out hope for six, nine or even twelve months and the end result is still the same? By failing to take decisive action, you’ve now wasted resources, money and customer time on feedback for your doomed product. This misstep can put you at a disadvantage to your competitors and even cause you to lose some great people who wonder why you let them sink so much of their time and creative energy into a project that had little hope of seeing the light of day.  

Identifying the Right Market to Disrupt

To be successful, a startup must build products that solve real problems the right way.

“You have to look for new enabling technologies, or major trends, like fundamental trends, that create a wide gap between how things are done and how they can be done,” said Aaron Levie, CEO and co-founder of Box, in his Building for the Enterprise lecture. “Looking back in time to our business, the gap was basically storage was getting cheaper, internet was getting faster, browsers where getting better yet we are still sharing files with this very complicated, very cumbersome means. Anytime, between the delta of what is possible, and how things work today is at its widest. That is an opportunity to build new technology to go solve a problem.”

But even great ideas can fail. So how can you recognize when you’re actually on to a billion-dollar valuation-creating product? In my experience, immersing yourself in your customer’s world is the best way to gain the awareness to spot the real opportunities for market disruption.  For instance, it’s unlikely that Marc Benioff would have had the inspiration, confidence and vision to have moved CRMs into the cloud with the founding of Salesforce without his years of success at Oracle. As Benioff counsels in his book Behind the Cloud,  “Don’t be afraid to ignore rules of your industry that have become obsolete or that defy common sense.”

Although some outsiders have a knack for coming in without prior industry experience and hitting the ball out of the park, most successful startups are founded by someone who is obsessed with creating a better customer experience, who understands the industry’s pain points and daily challenges inside and out. If you can tap into the issues that are driving your customer crazy and causing them to lose sleep while efficiently solving them, the market is ripe for your taking.

- Written by Sean Jacobsohn, Cloud VC | Partner at Norwest Venture Partners

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1046369 2016-04-29T19:56:52Z 2016-05-24T16:48:44Z Learn forward: 4Ps for Picking Better Than a VC

This post is, like many a blog, written largely as a bread crumb — a way to track my thinking. In the weeks since closing the sale of StackStorm to Brocade I’ve set off on a great adventure — getting to know many more entrepreneurs and investors while attempting to sharpen my understanding of relevant domains and technologies.

My goal is simple — I want to learn to pick opportunities better. And while doing so I want to help entrepreneurs and learn a lot.

This blog covers the discipline I’m attempting to follow in evaluating opportunities. My next blog will cover some of the opportunities I’m uncovering.


Josh Kopleman from First Round (@joshk) has a great series of tweets recently on the importance of picking for entrepreneurs as well as investors. One of my favorite tweets:

Yes, +100. So how does an entrepreneur pick?

(Please, please correct and expand my thinking here.)

  1. The $1bn bar. Michael Porter in effect.

The trick is to find opportunities that you *know* can create a space or at least become a winner in a space that is large enough that you’ll be worth $1bn with growing revenues in less than 10 years.

OK, once again, how? How do you make that determination? In my case, I write-up 5 forces frameworks. And I have a lot of question marks in the key areas that I seek to fill in through conversations and education. I’m hopeful that these write-ups will themselves become breadcrumbs that will help me and the entrepreneurs I’m supporting.

I tend to drill in on ecosystem and community dynamics because I’ve been somewhat successful in understanding and leveraging these areas. I am extremely confident in my ability to see how hard or easy it will be to get a community and a channel going.

And here is one spot where a VC — who has lots of advantages versus me in picking including an infinite network — does not have something I do have: years of experience in actually doing the work. It is easy for me to go from a) potential space to b) community dynamics to c) relevant partners and d) a team than someone who is looking at many, many opportunities.

The judo I typically try is to define a space and to start to market that in my discussions with potential teammates, investors and users. Also something that has been helpful for me in the past is to think about a tag-line for the space — think of the space itself as a product worthy of positioning.

Once you find such a space — one that you can both help create and that you are confident is worth billions — then claiming leadership of it is pretty straightforward. Think software defined storage and Nexenta or event driven automation (still young) and StackStorm. We were able to seize leadership of those spaces (for better and worse) because I had helped to create them.

2. Personas

While arguably you could subsume a focus on personas as one part of the 5 forces framework, I choose to break these out.

A focus on who are the users, where do they hang out, what do they believe, how are they changing is all important. This does not necessarily mean that you need to be one of them. However you do need to know the secret handshakes. Only by getting inside their head can you become the natural choice for them.

Yep, I’m talking design from the get go. If an entrepreneur pitches me an idea and yet does not engage with me on who exactly is the user and how is that profile changing over time, well, at the very least they need a lot of help.

I’m working with one company that has recognized that developers have become all important to their adoption. And yet they have not yet unpacked what that really means for the self adoption journey from hearing about them through initial usage and support and so forth.

3. People

At this stage of my career it almost goes without saying however the people need to be people I want to spend years with -> I’m going to help them achieve their dreams, will I care about them, respect them, go the extra mile for them and with them?

Also, not quite the same point, but the more I do this the more I understand the importance of taking the time to shake and grow the network to find the penultimate list of experts as teammates and as initial users. If I were thinking about a start-up focused on public government I’d be looking to get on the President’s calendar. And if you cannot get to that level then something is wrong either with the idea, your pitch and positioning, or — your passion.

4. Passion

At some point something should click. For me I imagine betting absolutely 100% of everything on the idea, including the next 5 years of my life. Will I bet my daughter’s college fund on this idea, team, and opportunity? If so then I know I’m onto something worthy of all out effort. If not, then I owe it to myself to not dive in and to help the entrepreneurs see what at least for me is missing. As an aside — note to self — if I don’t chase at least a small percentage of the entrepreneurs away by being too direct and candid, then I’m being too nice and wasting everyone’s time.

For those following closely you might have noticed that this boils down to 4Ps: Porter (i.e. the space and 5 forces), Personas, People (focusing on the team and early user)and Passion.

In the next post I’ll highlight a few of the spaces I’m learning about and companies I’m helping or at least trying to help.

As a bit of foreshadowing, I’m trying to improve my extraordinarily rusty coding skills — doing some python hackery — and am fascinated by opportunities being created by machine intelligence, serverless computing (and other aspects of the AWS effect), non volatile memory, and more. I also think DevOps has a long, long way to go before becoming mainstream, which is both a shame and a huge opportunity. And I’m wrestling in a few cases with whether a company should focus on picks and shovels or whether they should be mining the gold themselves.

- Written by Evan Powell, Founding CEO of Stackstorm and Nexenta, and Advisor / Angel investor in a few Alchemist companies including TextIQ and Data Fellas.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1039016 2016-04-11T19:00:00Z 2016-04-22T23:23:59Z Is it Time to Invest in IoT?
I published my first book, The End of Software, in 2004. At the time, I was president of Oracle On Demand, which served as a starting point for Oracle’s billion-dollar cloud business. In the book I discussed the fundamental economic reasons software should be delivered as a service.

As an example of new startups in the field, I discussed four companies, VMwareSalesforce,NetSuite and OpenHarbor. None of them were public companies when the book was published. Salesforce was still under $86 million in revenue. While I didn’t get all four correct, three of the four have gone on to be major companies driving the second generation of enterprise software.

It’s 12 years later. Some have said that enterprise software is a mature business; CEM, ERP, HR and purchasing software are now all being delivered as a cloud service. So is it the end?

I don’t think so. While second-generation software has helped reduce the cost and improve the efficiency of some enterprises, it has done little to transform our physical world. Power, water, agriculture, transportation, construction and healthcare have barely been touched. But that’s about to change.

Industrial machines or enterprise things are increasingly being instrumented and connected. John Chambers, former Cisco CEO, says 500 billion things will be connected to the Internet by the year 2025. While you may question that, we already know 100,000 wind turbines are connected with the capacity to send 400 sensors’ worth of data every five seconds. So we’re going to end up with a lot of smart, connected things.

Unfortunately, all our connection, collection, analysis, learning, middleware and application technology has been built to support applications for the Internet of People. Things are NOT people. Things exist where people aren’t. Things have much more to say and things talk much more frequently. A Joy Global coal-mining machine has vibration sensors that sample 10,000 times per second. We need a new generation of enterprise application, middleware, analytic, collection and connection cloud service products to build precision machines for mining, transportation, healthcare, construction, power, water and agriculture.

Some have begun to make the investments. GE Software was founded in 2011 with a $1 billion investment. CEO Jeff Immelt has declared that GE needed to evolve into a software-and-analytics company, lest its industrial machines become mere commodities. Immelt has set an ambitious target of $15 billion in software revenue by 2020. GE plans to achieve this through its new Predix software platform under the leadership of CEO of GE Digital, Bill Ruh.

PTC has taken an M&A path and invested more than $400 million in a series of companies: ThingWorx for $112 million, a $105 million acquisition of ColdLight andAxeda for $170 million. On the venture side you may not have noticed, but Uptake, a Chicago-based IoT startup, beat Slack and Uber to become Forbes 2015’s Hottest Startup. They raised $45 million at a $1 billion post-funding valuation.

I’ll let you be the judge of whether it’s time to invest in IoT. But if you’re an early-stage or even late-stage investor, it would be wise to be a student of this area as it promises to create as big a disruption as the second generation of enterprise software. And if you’re a startup with a vision to build products for things, not people, get started. Maybe in 12 years we’ll talk about you like we now talk about VMware, NetSuite and Salesforce.

- Tim Chou is the former president of Oracle On Demand, a computer science lecturer at Stanford and chair of the IoT Track of the Alchemist Accelerator. His book, Precision: Principles, Practices and Solution for the Internet of Things, will be released in May.

Alchemist Accelerator
tag:blog.alchemistaccelerator.com,2013:Post/1039138 2014-01-22T20:00:00Z 2016-04-22T23:25:27Z 5 Metrics to Run Your Business

Whether you are running a company, driving a car or flying a jet you need a dashboard to tell you how you are doing. One of the most common mistakes is to fill up your dashboard with dozens of metrics covering every aspect of your business. The problem with this “kitchen sink” approach is that it is actually harder to understand how your business is doing. With a dozen different metrics, most days half of them will be up and half will be down – so how are you doing?

Focus on the fewest number of metrics that will allow you to understand how your business is doing. For example, I typically suggest companies use the following five metrics as their dashboard:

  1. Customer Acquisition. How many new customers are you adding every day (or week or month)? This is an important measure of how healthy your marketing efforts are working since this is the top of your conversion funnel. Depending on your business this may be new registrations, first time purchasers or application installs.
  2. Customer Engagement. How active are your customers? Just because you acquired them does not mean your customers are active and using your service. Do they use the product every week? day? hour? If your customers aren’t using your service then it’s only a matter of time before they churn out and are no longer a customer so this is your most important metric.
  3. Customer Retention. How long does someone stay a customer? This is critical to understanding your business model because this allows you to model customer churn. If it costs you $5 to acquire a user but they only stick around long enough to make you $2, then your business is upside down. The higher your customer retention, the easier it will be to grow your business.
  4. Revenue. How much money do you make every month? Focusing on daily or weekly revenue can be very noisy so for running your business focus on monthly revenue. In some cases, it might be more useful to measure revenue per customer in order to calculate a customer lifetime value.
  5. Cost. There are two kinds of cost  you might want to measure, depending on your type of business. Burn rate is how much money you spend every month on everything including salaries, rent and services. Customer acquisition cost (CAC) is how much you are spending to acquire every new user. If CAC dominates your costs then you should measure that, otherwise use the overall burn rate.

You will find that you cannot improve what you do not measure, but you will focus on improving whatever you do measure. If you can maximize acquisition, engagement, retention, revenue and cost you will have a very healthy business on your hands.

These five example metrics might not work for your company, but I bet there are five that do. Think about it and choose them carefully, they will be your guide through rough seas.

- Sean Byrnes is an entrepreneur living in the Bay Area where he is the CEO of a new company called Outlier. Previously, he started a company called Flurry which was acquired by Yahoo! in 2014. In his free time he advises some early stage technology companies and invest in many others.

Alchemist Accelerator